doi:10.3969/j.issn.16715152.2016.09.008
郑志等·基于模糊综合评价的锅炉煤改气客户细分——以福建省福州市为例
基于模糊综合评价的锅炉煤改气客户细分
以福建省福州市为例
福建省福投新能源投资股份公司（350001）郑志王硕
摘要：我国工业燃煤锅炉量大面广，锅炉煤改气是治理煤烟污染最为便捷有效的途径。受经济
增速换档、项目前期投资较大等影响，多数企业对锅炉煤改气持观望态度。燃气运营商欲开拓锅炉煤改气市场，需建立评价体系和数学模型对潜在客户进行评价和分类，以其作为营销决策的基础。结合福州地区市场调研情况，从行业特性、企业特性、锅炉状况和客户开发潜力四个方面，构建了锅炉煤改气潜在客户评价指标体系。以模糊综合评价为手段，应用模糊数学理论，建立了面向锅炉煤改气潜在客户的综合评价模型。应用炳理论并对炳权跳跃现象进行了修正，得到各评价指标的客观权重；兼顾专家组主观偏好，组合赋权，形成综合权重，使得评价结果更加科学可信。应用帕雷托分析法进行潜在客户细分，根据分级情况制定、实施不同的营销策略：重点开发A类客户，积极发展B 类客户，跟踪联系C类客户，适时开展PDCA循环。
关键调：修正炳组合赋权模糊综合评价锅炉煤改气客户细分市场营销决策
ResearchonCustomer Segmentation ofCoal-firedBoiler BeingConvertedtoBurnNaturalGasBasedonFuzzy
ComprehensiveEvaluation
--OnthePerspectiveofFuzhouCityinFujianProvince
ZhengZhi,WangShuo
NewEnergyInvestmentCorp.ofFujianInvestment&DevelopmentGroup
Abstract:The large amounts of coal fired boiler were distributed over all trades and professions in China.
The transformation from coal fired boiler to natural gas fired one is the most convenient and effective approach to controlling the coal smoke pollution. Due to the economic growth rate shift and the project investment, most companies which using coal fired boiler took a wait-and-see attitude toward the transformation from coal fired boiler to natural gas fired one. The company which handles natural gas business will launch decision of strategic importance to convert coal-fired boiler to burn natural gas on the basis of customers' rating and ranking
城市燃气2016/09总第499期丨37
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